the art of selling with video : for wistiafest
TRANSCRIPT
The art of selling with video How we built a $250 million company on a human to human sales process
Glenn ElliottFounder & CEO Reward Gateway
rg.co/human
This slide deck is an edited version of the presentation given by Glenn at WistiaFest 2016 on June 7th in Boston, MA.
Attendees can have the full Keynote slide deck including video examples by tweeting a picture of their conference badge to @mas671 or emailing SamanthaMarrazzo@reward gateway.com
Photo : @bennorman
Glenn ElliottFounder & CEO
Founder & CEO
For 10 years!
Wistia’s first customer in Europe
Selling with video since 2009
Reward Gateway
HR Technology company
10 years old
330 staff
50 sales reps
$250m revenue
1,200 clients
USA, Aus, UK
rg.co/crunchbase
We want to make the world a happier place to
work
What sort of company are you?
B2B B2C
We’ve learned that there isn’t really any B2B.All sales are really human to human
H2HHuman
Human
human
rg.co/culturebook
We know that video isawesome for marketingmarketing
But it turns out that video is alsoawesome for marketingsales
Which is good, because sales teamsneed the help!
18 dials to get an answer
@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@
of sales emails get a reply1.7%
only
24% of sales emails don’t even get opened
In a firm with 100 - 500 staff, an average of 7 people are involved in most buying decisions
Gartner Inc
We learned this African proverb a few years ago
and we learned it applies to selling to
David Researcher
Charlene Sales Rep
Gyan Consultant
Olivia Implementation
Ella Client Success
A 5 person team wins each client for us, this is one of them
video is unbeatable for sales reps
Show humanity, warmth, personality, difference
Demonstrate authenticity
Create stand out
Add senior weight
Add breadth
Close$ConvinceConnect
There are three key sales stages where video can help
Sorry but the video examples are not in this SlideShare version. :-( If you were at WistiaFest 2016 then tweet a picture of your badge to @glennelliott and we’ll send you the Keynote file including the videos.
Doing it
Video Marketing
Video Selling
One to Many One to One
Success is lots of views Success is one view
Production important Production less important
Plan, script, polish
Planned campaigns Opportunistic interventions
Authenticity beats everything
Generic Personal
From the company From the individual
Make people feel loved and special
Remember the basics
Basics of selling
1.Explain who you are
2.Give more than you ask for
3.Be humble, polite, curious
4.Be quick!
5.Show understanding or connection but be careful not to be patronizing
Basics of video
1.Eyes to camera
2.Location
3.Basic lighting
4.Authentic, honest, human
5.One to one - don’t even think of automating or doing at scale.
Video creates human connections like no other medium
“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”Maya AngelouWriter, Poet & Civil Rights Activist
Thank you www.glennelliott.me
@glennelliott GlennElliott